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Sales Tips


How to Measure Outbound Sales Success


Near the end of last year, it dawned on me that my company, AG Salesworks, didn’t have an index to measure the effectiveness of our outbound sales efforts. We had great data; we were meticulously tracking all of our outbound teleprospecting reps’ activity, but we didn’t have a solid benchmark. So, I sat down with [...]

3 Reasons Your Voicemails Fail and How to Fix Them


“Why do voicemails fail?” This is the question Michael Pedone recently asked his audience at the Inside Sales Virtual Summit. “Not compelling,” “Too easy to screen out” and “People are too busy” were some of the answers. But finding the real answer to why people don’t respond to voicemails is the only way to create [...]

What Shakespeare Can Teach You About Predictive Analytics


Predictive analytics and Shakespeare have more in common than you think. At least, according to Brian Kardon they do. Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. And he invoked some help from Shakespeare. The main takeaway? “The past is prologue.” This quotation from Shakespeare’s [...]

5 Costly Holes in Your Onboarding Process


Trish Bertuzzi, president and chief strategist of The Bridge Group, recently presented at the Inside Sales Virtual Summit. During her session, Trish shared valuable insight into the onboarding process, a critical time in a salesperson’s career, but the least understood. Trish maintains that while sales and marketing leaders are making a first-class investment in their [...]

3 Best Practices of Sales Analytics


Growth and predictability. These are the two most common reasons for wanting to build high-performance sales teams, according to Fred Shilmover, CEO of InsightSquared and guru of sales analytics. In his presentation “Best Practices of Sales Analytics” at the Inside Sales Virtual Summit, Fred proposed three best practices of sales analytics and discussed how InsightSquared [...]

Motivating Sales Reps: Compensation, Encouragement and Advancement


Inside Sales can be difficult. Finding top good employees can sometimes be even harder which is why when you do find an excellent sales rep you want to hold on to them. But how do you do that? We have a few suggestions. The majority of sales reps are paid a base salary with an [...]